Sales Director, Network

Role Summary

The director serves as the General Manager for a designated network vertical, owning both strategy and go-to-market execution within a matrixed organization. This individual is the “go-to” expert for the vertical, responsible for driving network growth, adoption, and monetization across hubs and trading partners.

This role combines market expertise, commercial leadership, and operational oversight to establish the network as the de facto industry standard within the vertical.

Key Responsibilities

1. Vertical GM Ownership & Strategy

Own the end-to-end strategy and GTM execution for the network within the vertical

Develop deep expertise in market dynamics, trends, competitive landscape, and key players

Define and execute Blue Yonder’s vertical playbook for network (e.g., lead with network, network-led expansion, stand-alone network sales, drag-along motions, etc.)

Act as the primary voice of the vertical, influencing internal strategy and direction

2. Network Growth, Adoption & Expansion

Own identification and acquisition of priority network members (hubs and trading partners) required to establish the network as the vertical standard

Drive proactive outreach in partnership with sales to secure strategic participants

Own progress against targeted network member acquisition goals

3. Strategic Deal Support & Customer Engagement

Provide direct support on top 3–5 strategic hub accounts, acting as a senior sponsor and deal leader as required

Build and maintain executive and operational relationships with key customer stakeholders

Serve as a trusted advisor on network strategy, onboarding, and value realization

Ensure successful network expansion within key accounts

4. Network Build-Out & Operational Excellence

Establish and promote best practices for deployment, onboarding, and network expansion

Ensure scalability and repeatability of network build-out approaches across the vertical

Identify barriers to adoption and drive cross-functional resolution

5. Performance Management & Insights

Own monitoring and reporting of vertical network KPIs, including both hubs and trading partners

Manage pipeline development and performance against vertical targets

Deliver regular operating cadences, including:

Quarterly business reviews

Monthly, weekly updates as required

Translate insights into actionable growth and optimization plans

6. Pricing, Monetization & Roadmap Influence

Advocate for and help shape vertical-specific roadmap priorities

Provide input into network monetization strategies and pricing structures

Ensure alignment between market needs, product capabilities, and commercial models

7. Go-to-Market & Ecosystem Development

Partner with marketing to build and execute a vertical-specific network marketing plan, including:

Targeted outbound campaigns

Industry-facing collateral

Events and thought leadership

Develop strong relationships with industry influencers, including consultants, trade organizations, and analysts

Position the company as a leader in network-driven transformation within the vertical

Key Success Metrics

Vertical network ARR and bookings growth (hubs and trading partners)

Pipeline creation and conversion vs. targets

Trading partner match rates and network density

Adoption and success of targeted strategic hubs

Profile & Capabilities

Proven ability to operate as a GM-style leader in a matrixed organization

Strong understanding of network business models, ecosystem dynamics, and multi-party value creation

Deep vertical expertise with strong industry relationships

Experience in complex deal support, enterprise sales, and strategic account engagement for supply chain solutions, ideally those with a network component

Highly analytical and data-driven, with the ability to convert insights into execution

Strong cross-functional leadership and influence skills

Our Values

If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here: Core Values